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Using Reciprocity to Motivate
One point of influence is the law of reciprocity - what you give out will come back to you, karma, cause and effect, do unto others as you would have them do unto you, if you want to be happy, help others be happy. In a nutshell, it's about you doing something good for somebody else, and the favor is repaid to you.
Whichever way you learned this "law" from your parents, we'll just call it the law of reciprocity for now and we will all know what we're talking about.
This 'law' has been proven to be very effective, time and time again. Even a movie was made about it. Each time you give something of value, you can expect other people to give you something in return. This has been proven to be true in a lot of cases. Sometimes, when we give something to others, they unknowingly give back or even feel obliged to reciprocate in one way or another. Sometimes the returned favor comes via a different person or via a different means, but it is always returned. And it also feels so good to be helpful to others!
More business is won if it comes from a place of servitude - serving others willingly. This is because as with everything else, even business operates on the same law of reciprocity. This also explains why some bad business owners are seen to get their come-uppance or some other form of personal misfortune in life. It's the law of reciprocity in practice.
At a networking meeting I don't hold back, I'll give my best coaching/consulting and mentoring advice to those around me. Simply by giving I'm often asked to continue the conversation professionally as well.
When you fully understand how the law of reciprocity works, then you can also use it during a negotiation. For instance, when making concessions, you are basically giving away something valuable to another person or group of persons. People will feel obligated to give back with a concession, which is basically what the law of reciprocity is all about.
In current times if a prospective client asks for a concession, agree (if you want them for a client) but at the same time ask them to provide a written testimonial or endorsement for your service so you can continue to market to others. This in turn might even provide greater value. As a leader give support to your staff and you will find they will work productively in appreciation. Give what you'd like to get and use the law of reciprocity to successfully influence your personal and professional life.
About the Author Debora McLaughlin: Executive & Business Coach, Speaker, Consultant & Mentor, works with executives, business owners & managers to optimize profits, people & performance. Author of several books including Blueprint for Success with Stephen R. Covey and Ken Blanchard. http://www.opendoorcoaching.com
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